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The Wellesley Hills Group's Services in DemandSM lead generation process is designed to help professional services firms to not just implement a lead generation tactic, but to create true demand for their services and their firm.
Services in Demand is based around the following nine core tenets:
Services in Demand Outcomes:
- Short-Term Leads: Of course, we all want qualified leads who are 'ready to buy now.' Using integrated tactics and value-based offers, we produce qualified short-term leads.
- Long-Term Leads: While short-term leads are great, nurturing leads with regular contact and value reinforcement is key. We help you develop and implement a lead nurturing touch plan that produces quality leads regularly over the long-term.
- Brand: Value in your messaging combined with ongoing communications and touches leads to recognition of your company, understanding of your services, and preference to contact you at the elusive time of need. Brand is an outcome of the Services in Demand process.
Services in Demand Point of View:
- Professional Services Relationship Approach: To create demand for your services, you must first recognize that, for service businesses, relationships are at the heart of that process. Our experience lies in creating demand for service businesses, so we know what works and what doesn't to create and enhance relationships that lead to new clients and new business.
- Value in Selling and Marketing: To be successful in selling and marketing services, you must build trust and position yourself as a valuable resource. Most service firms would agree with this, but we take it one step further--helping our cilents to become valuable resources during the business development process itself. We help you develop and deliver value-based communications to your prospects that inspire trust and sell your vision and value.
- Creates and Leverages Offers and Experiences: Based on your value proposition and marketplace messages, we identify, define, and build compelling offers to draw targets into your pipeline and nurture them throughout the lead generation and business development process.
Services in Demand Tactical Approach:
- Targeted, Integrated, and Direct: With the right targets in your database, the right value-based direct communications, through the right mix of tactics such as email, mail, and telephone, you'll generate high-quality leads consistently. We'll put our decades of experience in direct marketing tactic implementation to work for you.
- Sustained Lead Generation and Lead Nurturing: Services in Demand is a sustained program that builds on its success over time. And it make sure that all leads are nurtured through the pipeline to keep your company top of mind and shorten the sales cycle.
- Measurement, Testing, and Improving: If you can measure it, you can manage and improve it. We track responses to marketing tactics, brand affinity, leads, referrals, and metrics to improve results as we go. Any ongoing marketing and lead generation program worth its salt improves itself over time with solid measurements, analysis, and marketing tests. Services in Demand is no different.
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